01: Darren Mitchell: Rethinking Sales Success

10: Mark Roberge: The Science of Scaling

Great leaders know that scaling revenue isn’t just about growth—it's about building the right operational flywheels and understanding when to pivot, adapt, and move with intention. In this insightful conversation, Bernadette McClelland and Mark Roberge dig into the science (and art) of scaling, sharing real-world lessons from HubSpot, Harvard, and the frontlines of tech. Mark Roberge challenges old habits in sales leadership, reveals why most businesses misuse data, and explains how to avoid the most common pitfalls in scaling up, hiring, and aligning teams. They also tackle the essential—but often overlooked—human side of leadership, from burnout to mental health, and offer practical guidance for CEOs looking for sustainable success in the age of AI. Key highlights include: * The dangers of cut-and-paste go-to-market strategies * A new way to think about product-market fit and leading indicators of retention * What actually kills forecast accuracy * The vital importance of coaching (and why it’s underestimated) * How to outpace burnout and build healthier work cultures * Why all proceeds from Mark Roberge's latest book support mental health research Episode Overview: 00:00 Welcome, introductions, and Mark Roberge's background 02:21 Shifting careers: From engineering to sales and beyond 03:53 The serendipity of career evolution 04:33 Lessons from moving from operator to advisor and investor 06:20 Why “one-size-fits-all” scaling strategies fail 07:31 Reflecting on success and failure across multiple companies 09:17 Signs your company is (or isn't) ready to scale 10:49 The real definition of product-market fit 12:43 How to determine leading indicators of customer retention 15:06 The challenge of data-driven sales in an increasingly complex environment 17:12 The forever problem: Multiple stakeholders and decision-making units 19:24 Understanding team and buyer dynamics for better sales outcomes 21:24 The power of developing champions in enterprise sales 22:58 The underestimated emotional side of decision making 23:45 Data vs. humanity—what wins out in sales leadership 25:38 Burnout, pressure, and the limits of “996” work culture 28:54 Why all book proceeds support mental health, personal motivations 33:36 Advice for CEOs: Sustainable scaling and operational flywheels 38:37 Where to connect with Mark Roberge and get the book 39:14 Rapid-fire Q&A: Metrics, pitfalls, and the future of sales leadership 41:00 Closing thoughts and gratitude

09: Dr. Margie Warrell: The Courage Gap

What if the single biggest barrier to courageous leadership isn’t fear—but the stories we tell ourselves about it? In this powerful episode of The Influence Gap, Bernadette McClelland sits down with bestselling author and behavioral science expert Dr. Margie Warrell to unpack why courage—not strategy or smarts—is the key to breakthrough results in business, sales leadership, and life. Tune in for eye-opening insights into the real cost of avoiding tough conversations, how to transform fear into fuel for action, and why vulnerability in leadership is actually a sign of strength—not weakness. Dr. Margie Warrell also shares practical steps from her book "The Courage Gap," explores why embracing discomfort accelerates growth, and reveals how shifting your internal story is essential for true impact. This episode is packed with actionable wisdom for anyone ready to lead with more authenticity, bravery, and influence. Timestamped Overview [00:00] Introduction and guest welcome[02:23] The Courage Gap: Why courage matters[03:36] The gap between knowing and doing[04:16] Identity, uncertainty, and leadership behaviors[07:36] Sales leadership pitfalls and team trust[10:56] Inner mastery and family business challenges[13:50] Speaking truth to power and managing risk[16:43] The value and timing of difficult conversations[19:42] Respect, vulnerability, and honesty[22:46] Handling challenging personalities[25:34] Five steps to braver action[26:22] Challenging your limiting stories[28:12] Identity protection and growth[29:54] Choosing vulnerability as a leader[32:05] Humanity, humility, and connection[34:28] Leading through uncertainty and values[35:07] Collaboration in uncertain times[36:54] Book details and rapid fire wrap-up[37:48] Final thoughts on influence and leadership

08: Bob Burg: Go-Giver Mastery

In this energizing episode of The Influence Gap, Bernadette McClelland sits down with bestselling author Bob Burg, co-author of "The Go-Giver," to shatter common misconceptions around leadership, sales, and the real definition of value. Discover why leaders often struggle the most with receptivity, and how mastering the delicate dance between giving and receiving can completely transform your influence, compensation, and authentic impact. Key insights include the difference between price and value, why discovery is the most critical phase of the sales process, and how to never sacrifice your authenticity under pressure. Tune in for rapid-fire wisdom, stories that stick, and practical steps to close your own influence gap. Timestamped Overview [00:00] Welcome and Introductions [01:32] The Go-Giver's Origin Story [04:54] The Five Laws: Value, Compensation, Influence, Authenticity, Receptivity [06:14] Why Leaders Struggle with Receiving [09:18] Value vs. Price: Real-World Examples [14:30] Uncovering What Buyers Truly Value [16:53] Linking Value and Compensation [19:37] Authenticity vs. Congruence in Leadership [23:17] Overserving vs. Inappropriate Giving [26:32] Self-Value and Avoiding the Doormat Trap [27:04] The Power of Value in Sales [28:18] What Moves Good to Great in the Go-Giver Movement [30:08] Rapid-Fire Leadership Questions [32:33] Closing and Takeaways

07: Outshining AI: The Human Edge in Wisdom, Influence and Leadership

What if everything you know—and have never said out loud—is actually your most valuable asset in the age of AI? In this powerful solo episode of The Influence Gap, discover why differentiating your value has never been more critical, even as technology automates and commoditizes expertise. The discussion explores how your lived experiences, earned wisdom, and unique observations create a form of influence that AI can never replicate. Key themes include three actionable strategies to make your wisdom visible: building structured frameworks, harnessing the power of storytelling, and leveraging your voice through speaking. Tune in for an uplifting perspective on how to stand out and lead in a world of disruption. Timestamped Overview [00:00:00] Welcome and episode introduction [00:01:38] What influence is—and what it is not [00:03:36] The disruption of AI and its impact on leaders [00:05:39] The irreplaceable human element: earned wisdom [00:08:19] Why your value must be made visible [00:10:54] The big question: what do you know that you haven't voiced? [00:13:22] Three ways to make your influence visible [00:17:33] Turning wisdom from valuable to visible [00:18:58] Closing thoughts and call to action

06: Valorie Kondos Field: People Over Performance

What if one of the greatest NCAA gymnastics coaches of all time never actually did a cartwheel? In this compelling episode, Bernadette McClelland sits down with Valorie Kondos Field, legendary UCLA gymnastics coach, to explore how she achieved extraordinary success—without ever being a gymnast herself. You’ll discover how Valorie Kondos Field built a championship program on relationships, vulnerability, and the simple power of asking. She unpacks what it means to lead people (not just performances), why imposter syndrome can be a secret weapon, and how moments of failure can actually unlock lasting influence. With powerful stories about the "art of the ask," learning from Coach Wooden, and coaching the human being—not just the KPI—this episode will change the way you think about leadership and what’s truly possible when you dare to step out of your comfort zone. Timestamped Overview: 00:00 Welcome and Valorie Kondos Field’s accolades 04:45 How she became head UCLA coach without gymnastics experience 07:58 Lessons in saying yes without all the answers 11:44 Discovering her authentic leadership style 15:06 Coaching the human, not just the performance 20:30 The power of vulnerability and the need to "be enough" 22:38 The art of the ask: Dinners, mentors, and advocacy 28:01 Why you shouldn't "wait to dance" 29:34 Kids Alive International and championing healing through validation 30:00 Rapid fire leadership reflections 31:12 Closing remarks and takeaways